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The Exponential Power of “Local Search” for Firearms Marketers

 

Harnessing the Power of “Near Me” for Firearm Marketers

According to Google, in the last two years “near me” mobile searches have grown over 500%. And yet, firearm marketers have been slow to embrace and adopt “local search” as a competitive advantage in driving sales. Instead of harnessing this growing power directly, it is still the norm for brands to reimburse distributors and retailers for “below-the-line” marketing and advertising such as online search.

Retailers, gun stores and distributors all talk a good game when it comes to their savvy local-market and regional marketing plans. However, the reality is that the playbook hasn’t really changed for decades. Slotting allowances, digital and paper circulars, in-store point of sale materials, and similar store-specific marketing are still the cutting edge of “local” and tend not to be very effective.

The shift to digital presents a unique opportunity to change the game. When a shopper searches for “[Your Firearm Category / Brand] near me,” they are declaring that they are interested in purchasing the very product you sell in the most convenient location to where they are standing when they tap that search term into their mobile device. 50% of such shoppers will visit a store ready-to-buy within one day.

Instead of leaving to chance what happens next, firearm marketers have the opportunity to direct high-intent foot traffic to preferred gun stores and retail accounts – while also measuring the direct impact of your “local search” investments. How? By reinventing their store-locator as a full fledged local product finder, optimized for local SEO. This approach provides firearm marketers with the opportunity to tie-into inventory control systems, which give further path-to-purchase visibility and sales effectiveness analysis that is otherwise not provided by distribution partners.

Migrating Traditional Media Budgets to “local search”

Today, 87% of shoppers begin their product searches online, according to the latest research from Salesforce and Publicis. Sapient. Given that understanding, what percentage of your current budget has been allocated to “local search”? For most firearm marketers, this number is a rounding error, or left entirely in the hands of end retailers with very mixed results. Further, without the ability to leverage most paid marketing channels such as Google Adwords or Facebook for firearms marketing, markets really only have one way to reach high-intent customers off their websites– local search engine optimization.

Consequently, the exponential power of “local search” is missed and up for grabs in many lucrative markets.

Perhaps more interesting is just how little investment can produce an outsized return. This is because the “local search” category has been neglected for years despite its growing role in a shopper’s path to purchase.

“We’re seeing our clients achieve a return on their investment consistently over 5x,” said Lastmile Retail EVP, James Gordon. “Many of our clients begin with small test budgets and then quickly ramp up when they can see a direct impact and positive ROI in the local markets where they invest.”

It’s not that traditional media should be ignored. Brand advertising plays an important role of generating awareness. In fact, when “local search” has been properly leveraged, there is a direct correlation between brand advertising efforts and an increase in search traffic.

Getting Started with a Simple Test Campaign

If you aren’t sure how effective your “local search” efforts are, the fastest easiest way to validate the power of “local search” is with a simple A|B test. Select two (or more) similar markets in order to track sales volume both on and off-premise. By holding a similar market as a constant (i.e. not changing anything you’re already doing now), you can see the direct impact a larger focus on “local search” delivers.

By selecting key firearm retailers, and other related accounts that you would like to dominate, you can deliver substantial increase in sales and be in a much better position to negotiate the additional support you require inside these key accounts. By further refining your “local search” efforts, you can tap into a growing trend that has largely been ignored; especially in the firearm market.

Armed with the data and a proven successful track record, you can begin to develop new approaches and “local market” models that support your desired growth. This allows you to have more control and influence over the “last mile” of the customer purchase decisions. Because, after all, doesn’t all your marketing and advertising efforts lead up to that most critical step in the customer journey? Where and what they buy matters and “local search” gives you the power to create substantial influence in these final moments that creates brand winners and losers when it comes to the final purchase decision.

Lastmile’s Local Motive  platform localizes your existing website without disrupting your existing site or SEO. Integrate inventory systems to prevent out of stock issues and consistently calculate the local and online sales that each channel drives. Our scalable architecture allows integration to be done in weeks for any number of products and locations. Go live in as little as 4 weeks.

Platform Firearms Advertising Policies

Amazon Policy: prohibits the listing or sale of all firearms, including assault weapons, black powder guns, handguns, muzzleloaders, shotguns, rifles, and starter guns.

Facebook Policy: ads must not promote the sale or use of weapons, ammunition, or explosives. This includes firearms, including firearms parts, ammunition, paintball guns and bb guns and ads for weapon modification accessories.

Google & Bing Policy: ads for functional devices that appear to discharge a projectile at high velocity, whether for sport, self-defense, or combat are not allowed. Examples: handguns, rifles, shotguns, hunting guns, functioning antique guns, airsoft guns, paintball guns, and bb guns.